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Temptation and resistance: An integrated model of consumption impulse formation and enactment
Author(s) -
Dholakia Utpal M.
Publication year - 2000
Publication title -
psychology and marketing
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 1.035
H-Index - 116
eISSN - 1520-6793
pISSN - 0742-6046
DOI - 10.1002/1520-6793(200011)17:11<955::aid-mar3>3.0.co;2-j
Subject(s) - psychology , impulse (physics) , temptation , impulsivity , situational ethics , resistance (ecology) , consumption (sociology) , cognitive psychology , social psychology , sociology , developmental psychology , ecology , physics , quantum mechanics , biology , social science
Research pertaining to the consumption impulse is sparse in the literature. To address this lacuna, the author presents and validates a detailed theoretical framework explicating the consumption impulse formation process, and examining the role played by cognitive and volitional processes in its resistance or enactment. The model makes the distinction between consonant (harmonious) impulses and dissonant (conflicting) impulses and elaborates on the role of the impulsivity trait, situational variables, and constraining factors in enactment or resistance of the consumption impulse. The results of two studies provide support to the general working of this theoretical framework. This research has the potential to inform many critical issues surrounding consumer behavior, such as regulating consumption impulses in retail and on‐line shopping environments, and developing interventions for prevention of harmful consumer behaviors such as addictions. © 2000 John Wiley & Sons, Inc.